Produce Marketing and Retail Buying Practices

Produce suppliers have raised concerns over retailer demands for slotting fees and other promotional allowances. These business practices have long existed in packaged goods trade, but are new to produce, which suppliers attribute to recent retail consolidation. Others argue that these allowances are consistent with the a competitive market, which is confronted with an enormous number of new products, most of which fail. Questions on the applicability of existing antitrust laws has limited their use. Eventually, the situation may rectify itself as more retailers adopt new business strategies that obviate the need for slotting fees and allowances.     

Slotting Allowances as a Facilitating Practice by Food Processors in Wholesale Grocery Markets: Profitability and Welfare Effects

Slotting allowances, which are lump-sum transfers paid by food manufacturers to grocery retailers in return for various retail concessions, are becoming increasingly common in wholesale grocery markets. This article extends the literature on slotting allowances by considering two features that previously have been ignored: the role of food processors in determining these pricing arrangements, and the effect of slotting allowances on the size and distribution of economic surplus. Slotting allowances motivated by food processors increase procurement quantities and farm prices, and this raises farm surplus, increases total producer surplus, and improves consumer welfare in the food system.     

Does Food Safety Information Impact U.S. Meat Demand?

A theoretical model of consumer response to publicized food safety information on meat demand is developed with an empirical application to U.S. meat consumption. Evidence is found for the existence of pre-committed levels of consumption, seasonal factors, time trends, and contemporaneous own- and cross-commodity food safety concerns. The average demand response to food safety concerns is small, especially in comparison to price effects, and to previous estimates of health related issues. This small average effect masks periods of significantly larger responses corresponding with prominent food safety events, but these larger impacts are short-lived with no apparent food safety lagged effects on demand.     

U.S. food aid and American exports to recipient countries during the Cold War

In this article, we test to what extent the food aid granted by the U.S. during the Cold War was strategically motivated and used to promote U.S. interests. Using the data for the period 1971–1990, we investigate whether U.S. wheat aid had an effect on recipient countries’ total import of American products. The evidence we provide suggests a positive and robust relationship and thus it is consistent with the argument that U.S. food aid helped to create larger markets for U.S. producers.     

Perceptions of “Organic” Food: A View Through Brand Theory

Globally, the organic food industry has experienced impressive growth rates, especially in the United States and Europe, yet still accounts for a relatively small portion of total food sales. In the United States, it constitutes less than 5% percent of food sales despite a decade of support by the U.S. National Organic Standard. Using the United States as a context, the authors show through survey data and confirmatory factor analysis that when “organic” is examined through the lens of brand theory, it is clear that it has yet to attain brand equity. There is evidence of brand awareness and perceived quality, suggesting that the industry has moved in the right direction. Yet negative perceptions of value and no evidence of brand loyalty undermine the industry’s goals. Because “organic” carries different significance to different consumers, the industry will have to develop a cohesive strategy to reestablish “organic” in a unified way. For country markets of similar experience with organic food, and for markets just beginning to consider consumer interest in organic food, these lessons from the United States offer guidance for policy and marketing strategy.     

Factors Affecting the Allocation of Trade Promotions in the U.S. Food Distribution System

Although many have proposed theories explaining trade promotion (TP) behavior by manufacturers, lack of data has prevented empirical assessment. We employ survey data to explore the effect of manufacturer and retailer bargaining power on the allocation of TPs in the U.S. food sector. The survey respondents consist of retailers controlling 40% of retail sales in U.S. supermarkets. Retailer bargaining power increases the allocation of funds to off-invoice TPs through higher share of private label and retailer size. Manufacturer bargaining power decreases the allocation of funds to off-invoice TPs by establishing formal policies of negotiation.     

The Influence of Trust and Attitudes on the Purchase Frequency of Organic Produce

Growth in organic food sales is mainly due to consumers becoming more aware of health issues and environmental concerns. Understanding the drivers of organic consumption is crucial to predict future market outcomes. In this analysis, the authors expand previous research by including general and institutional trust variables in addition to consumer attitudes to examine organic food purchases. Food production is unobservable and hence, consumers need to exhibit trust with respect to organic production and certification. A bivariate ordered probit model applied to U.S. survey data confirms that organic purchases are determined by health, nutrition, and taste. In some cases, general trust and trust in media are statistically significant. Trust in institutions that are involved in the organic certification process is not statistically significant. A hierarchical cluster analysis grouping consumers based on trust and attitudes shows that (dis)trust in the organic certification and supply chain does not hinder organic food market growth.     

Role of Trade in Satisfying U.S. Fresh Fruit and Vegetable Demand

Increases in U.S. consumer incomes result in an increase in imports' share of U.S. consumption. Although U.S. consumers reduce the quantity demanded in response to higher import prices, the reduction is sufficiently inelastic that exporter revenue increases. U.S. Free Trade Agreements have made fresh fruits and vegetables available throughout the year and may also have broadened the U.S. marketing window for imports. Now U.S. food safety regulations favor large operations that can absorb the fixed and seasonal food safety related costs. Therefore, the brunt of the increased import competition is borne by small and medium-size producers.     

Covid-19-tested food labels

While the transmission of virus SARS-CoV-2 via food is rare, some Chinese food retailers are considering a Covid-19-tested food label. However, how consumers may support such a label is unknown. We quantify Chinese consumers’ willingness to pay (WTP) for food carrying a Covid-19-tested label using an online choice experiment. We find that the WTPs for such a label are always positive for all food products considered. The amount of WTP depends on the entities authenticating the labels, country of origin of the food, and consumers’ socio-demographic status. Contrary to expectation, the knowledge on Covid-19 does not affect consumer preferences for the Covid-19-tested food labels. Our benefit and cost analysis suggests a possible large benefit of creating and administering a Covid-19-tested food label. This study provides insights for policymakers, global food manufacturers, and retailers to create marketing strategies to alleviate consumer food safety concerns associated with Covid-19.     

The Challenges of Organic Production and Marketing in Europe and Spain: Innovative Marketing for the Future With Quality and Safe Food Products

In this work the actual situation of organic production and marketing in Spain is explained, studying and analyzing their evolution in the last decade of previous the century and in the first years of the new millennium. In Spain, organic production began in the 1970s with pioneers in Catalonia, Murcia Region, and other zones. It was in the 1990s when was observed a great increase in organic surfaces. A very interesting and critical date is that at the moment, more than 80% of organic products are being exported to other European countries, United States, and other foreign markets, and it is necessary to find new marketing strategies and innovations to structure the organic market, give new information to consumers, improve investments in the relation between retailers and consumers, and improve the perception of the utilities of these products. In some countries, as is the case of Spain, the consumers don't have enough information about the characteristics of organic products, organic food, and organic production methodologies. They must have all the information about the benefits of organic production methodologies and their implications in environmental conservation, biodiversity protection, food quality and safety, and this task must be provided by the new marketing strategies and actions.     

Factors Affecting European Food Retailers' Internationalisation

Abstract

This paper aims to identify the critical factors that support European food retailers' internationalisation via an investigation of the importance of Dunning's eclectic paradigm advantages (ownership, location and internalisation). Senior managers from seven firms that operate in the Greek food multiple retail sector were interviewed, and three propositions were put on test.

In general, the findings indicate the critical role of the internalisation advantage during the international expansion of European food multiple retailers into that market.

The findings also reveal that this advantage is the main superior and sustainable competitive element that European food multiple retailers possess when competing with local firms. The latter can be considered as an extension to the findings of previous studies that have exclusively emphasised the importance of ownership advantage factors in the course of the retail internationalisation process.     

Consumer Willingness to Pay for Cue Attribute: The Value Beyond Its Own

Using Certified U.S. Product as a product cue, we show that consumer willingness to pay for other identifiable search and experience attributes change. Certified U.S. Product serves as a substitute for Guaranteed Tender and a complement of Guaranteed Lean. Results have important implications for policymakers and food companies interested in food labeling programs in the presence of cue attributes such as Certified U.S. Product. The substitute effects of a cue attribute on other product attributes may contribute to deteriorating product quality and the complement effects of a cue attribute could improve product quality in the market.     

Environmental Concerns and Food Consumption: What Drives Consumers’ Actions to Reduce Food Waste?

Consumer behavior and food consumption comprise the largest amount of waste in the food chain. This study aimed to identify the relationships among consumer environmental concerns, their awareness of food waste, demographics, and their food consumption. The findings suggest that food waste prevention is positively influenced by consumers' environmentally conscious buying, food waste awareness, bulk buying, frequency of home cooking, and age. Impulsive food purchasing, the frequency of eating out, and the number of people in the household negatively influence food waste prevention. Food policy makers and retailers should be involved in educating and encouraging consumers to minimize food waste.     

The linkage between the U.S. ethanol market and developing countries’ maize prices: a panel SVAR analysis

The major expansion of U.S. ethanol production raises concerns about the potential detrimental impacts on developing countries’ agricultural prices, farm income, and food security. To assess the sensitivity of maize prices to ethanol production, this study explores the linkage between the U.S. ethanol market and developing countries’ maize prices. The econometric approach, based on a panel structural vector autoregression model, captures market interdependencies and the likelihood that developing countries’ responses are both heterogeneous and dynamic. The results indicate that the U.S. ethanol market's impacts on maize prices in developing countries are heterogeneous and that coastal countries are more susceptible to U.S. economic shocks. The estimates also suggest that countries more dependent on food imports and/or receiving U.S. food aid are at a higher risk of being affected by such shocks. Overall, the results indicate that those countries with the greatest sensitivity and exposure to global agricultural commodity markets could benefit from domestic policies and international assistance, which reduce their exposure to impacts from the U.S. maize market.     

Productivity Growth and Environmental Regulation in Mexican and U.S. Food Manufacturing

Many argued during the NAFTA debate that trade liberalization would favor Mexican over U.S. food processors, especially because of lax environmental laws south of the border. We find through an examination of profit functions that productivity growth in Mexico has outstripped that in the United States, suggesting free trade indeed will benefit Mexican suppliers. U.S. pollution regulations have had no impact on the profitability or productivity of U.S. food manufacturing. In contrast, Mexico's swiftly rising environmental standards have enhanced food processors' productivity growth, corroborating the Porter hypothesis. Pollution law, therefore, has favored Mexican over U.S. food processing, but for reasons few had anticipated.     

Information Exchange and Strategic Behavior in Supply Chains: Application to the Food Sector

Information technology (IT) facilitates information exchange between retailers and suppliers. Based on evidence from food industry, information strategies under uncertainty are analyzed, using game theory. Some key results are under certain conditions, retailers withhold valuable sales data from suppliers even if this means less supply coordination; a revealed equilibrium exists where suppliers learn retailers' market data despite retailers' withholding of such data; this leads either to full information convergence or, surprisingly, incomplete information convergence with some informational asymmetry left; retailers with greater market power and numerous suppliers are more inclined to share, rather than to withhold, information.     

Consumer preferences for organic production methods and origin promotions on ornamental plants: evidence from eye‐tracking experiments

The strategic value of organic production and origin promotions may vary based on product end‐use. Conjoint analysis and eye‐tracking technology were used to investigate consumers’ purchase likelihood (PL) and visual search behavior for esthetic and food‐producing ornamental plants. Organic production methods, in‐state, and domestic origins positively impacted participants’ PL. Respondents’ visual attention to the organic production attribute had a strong positive effect on PL for food‐producing plants as did sociodemographic variables. Findings imply that producers and retailers could successfully implement signage emphasizing organic production methods and origin designations to generate consumer interest.     

Producer–Consumer Misalignment as a Possible Cause for New Food Failure: Empirical Evidence From Chile

Literature on new food products development agrees on the importance of gaining knowledge about consumer tastes and preferences as a way to increase new product success. However, the failure rate of new food introductions continues to be high. In economies with a highly developed retail system, retailers and other market players create an information and communication barrier between the producer and the consumer. Consequently, the development of new products becomes difficult in such conditions, since misalignments between producers and consumers are more likely to occur. To investigate the issue, we interviewed producers of Chilean companies in the blueberry, plum, and wine industries and concluded that their product design was based on assumptions about consumers’ preferences and on the observed market response to competitors’ products. To test if these assumptions were correct, we compared them to consumer preferences. Results showed that producers’ assumptions about consumer preferences differ significantly from actual consumers’ preferences.     

Food Waste Avoidance Actions in Food Retailing: The Case of Denmark

Food waste occurs throughout the entire food supply chain, from production to consumption of food in households. Retailers are in a unique position to contribute to food waste avoidance, not only by minimizing the amount of waste in their distribution channels but also by influencing consumer attitudes and behaviors. This explorative study aims to identify which food waste avoidance actions are conducted by retailers in Denmark, to which extent, and how they vary across food categories and supermarket chain. Based on an analysis of secondary and empirical data collected via observations at retail stores, the authors identify 22 food waste avoidance actions in Danish retail. The results provide new insights into food waste avoidance in retail. Based on the findings, suggestions for further research directions are developed that should serve to identify the most efficient customer targeted actions in the in-store setting and marketing of suboptimal foods.     

Examining Organic Food Purchases and Preferences Within Jordan

Continuing economic development in Jordan provides potential food marketing opportunities as a new group of prospective value-added food product consumers emerges. The growing demand for high-value foods such as organically produced items also provides a new potential value-added market for Jordanian farmers. No studies to our knowledge have examined consumer preferences toward organic food items within Jordan. This study provides an initial attempt to fill this knowledge gap by examining the market for organic food items from a demand perspective in order to increase the knowledge available to Jordanian farmers, food processors, and retailers.